Account Executive - TOLA+

Lema AI•Texas City, TX

7d•$300,000 - $350,000

About The Position

Lema is hiring an Account Executive to hunt and close mid-market and enterprise accounts. Reporting directly to the VP of Sales, the role owns the full sales cycle, from proactive pipeline generation through six-figure deal closure, and drives technical wins through proof-of-concept engagements lasting 30–90 days. The Account Executive will navigate complex organizations, engage decision-makers such as CISOs, CIOs, and Heads of Risk, and build consensus among stakeholders. The role also contributes to Lema’s go-to-market engine by developing outreach strategies, target lists, sales collateral, ROI business cases, and the sales playbook. The successful candidate will work in a fast-moving environment with ambiguity and lean resources, helping shape the company’s growth as it scales its vendor-risk security platform. The position reports to the VP of Sales. The ideal candidate is located in a major Texas metropolitan area.

Requirements

At least 6 years of total B2B sales experience.
At least 4 years as an Account Executive selling B2B cybersecurity to mid-market or enterprise customers.
Experience at a post-Series A cybersecurity startup.
Demonstrated ability to source pipeline and achieve quota without relying entirely on inbound marketing.
A robust customer and partner network.
Strong technical aptitude and credibility with technical security buyers.
Persistent prospecting skills and resilience in the face of rejection.
Resourcefulness and the ability to make an impact with lean resources.
Skill in navigating sensitive stakeholder discussions and complex negotiations.
Ability to quickly grasp technical nuances and adapt messaging to the audience.

Nice To Haves

Located in a major metropolitan area in Texas.

Responsibilities

Own the full sales cycle, from proactive pipeline generation to closing six-figure deals.
Drive technical wins by understanding cybersecurity concepts, managing technical stakeholders, and executing 30–90 day Proof of Concepts.
Navigate enterprise accounts, identify decision-makers, and build consensus across multiple influencers.
Create outreach strategies, target lists, and sales collateral while contributing to the broader go-to-market playbook.
Use discovery to uncover customer pain points and determine whether to advance, pivot, or disqualify opportunities.
Develop ROI business cases and help shape Lema’s go-to-market efforts.